sales

[Author 's Last Name , First Name]

[Professor]

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[Date]

The New Science of Sales Force Productivity : A Case Study

ARTICLE ANALYSIS

Title , Publication and Author[s] of the Article

The title of the article would be The New Science of Sales Force Productivity ' by Dianne Ledingham , Mark Kovac , and Heidi Locke Simon and published by Harvard Business Review

Briefly and Clearly State the Main Idea of the Article

The main idea of the article is basically the use of data , analysis processes , and tools that increase the productivity of

sales force aside from the native talents and gut feel of the sales representatives Selling is a vital area of business operation which one must master in to secure the welfare of the business and provide enough profitability as well as market dominance to become successful in the market . In a general sense , the article suggests the use of science in the realm of business management in to boost the outcome of every business strategies of a given business firm like the use of data scientific processes and tools in to improve the productivity of sales representative of a given company

List of Important Facts that the Author[s] Uses to support the Main Idea

One real life example that the authors used in to support their claim would be the case of GE wherein they used the records of their past transactions through a data base in to guide their decisions in like in revising their segmented customers which will later on increases the profitability of the company (Kovac , Ledingham Simon 3 . The author provided some statistics and graphical analysis in to stress out the positive effects of using science on business operations . The authors even mention the case of Cisco Systems who uses technology in to predict their sales . Sales forecasting would provide enough flexibility to the company since it would give them ample time to formulate marketing strategies that will improve their sales volume

Demonstrate how this Article Supports its View of the Issue

With the given real life examples and data , the authors were able to successfully present the potential impact of using science on strategizing business operations especially on improving the sales volume of the business . Basically the article believes that through the use of science , it can extend the limits of natural productivity of the sales force of a given business firm through providing systematic and organization of past information and data for present and future use of the company especially for market forecasting . Furthermore , the authors successfully made interconnections between the native talents of the sales representatives and the application of science which strengthen their claims on the potential gains from integrating science to business operation strategies

Identify Weaknesses on the Arguments of the Authors

One possible weakness on the arguments of the authors would be their lack of considerations regarding the capabilities of various companies to handle or infuse science into their businesses . Only to some businesses that...